Strategic Partnerships Lead

About the Opportunity

Everything people use has to be made, stored, and moved. Pallet builds AI that runs those physical operations: the warehouses, trucks, and supply chains behind everyday life. Our ambition is to accelerate material abundance by helping companies produce and deliver more at lower cost.

We're a Series B company that has raised $70M and grown ARR 10x in the last year.

Advisors, private equity firms, venture capital firms, and technology companies work alongside the operators we sell to. The right introduction from one of them can open a new account or move an active deal forward. You'll build that channel for Pallet.

The role in one paragraph

You'll build and run Pallet's strategic partnerships: a referral motion that turns advisors, private equity firms, venture capital firms, and technology companies into qualified sales pipeline. You'll build the relationships, earn specific introductions through a credible operating case, and work with Sales to convert them into pipeline. This is a hands on role.

Why Pallet, and why now

• If you're currently in a partnerships role, this is your opportunity to own the whole channel. Build the entire investment firm channel rather than one segment of an established program.
• If you're currently in an investing role, this is an opportunity to build a business. Move from advising portfolio companies to building a business that changes supply chains run.
• If you want to become a technology go-to-market leader. Build a program that accelerates our business development and commercial efforts.
• Join at the right moment. Pallet is a Series B company that has raised $70M and grown ARR 10x in the last year. We have the opportunity of a startup, with the resources of a large organization.

How you will make an impact

• Prioritize firms by portfolio fit, operating influence, and buying reasons. Map relevant companies and buyers.
• Build relationships with operating partners, value creation teams, investment professionals, VC platform teams, and advisors. Earn specific introductions through a credible operating case.
• Write memos naming the buyer, problem, and reason to meet. Coordinate outreach and follow through with account owners.
• Build repeatable portfolio programs: diagnostics, operator workshops, preferred vendor arrangements, and case studies.
• Advance live deals through executive introductions.
• Maintain relationships, introductions, and opportunities. Report conversion, stage progression, closed revenue, and time to opportunity by partner.
• In your first 90 days, select priority firms, launch initial portfolio engagements, and establish an introduction to opportunity baseline.

Preferred experience

• Roughly 5 to 10 years of experience in partnerships, sales, consulting, investing, or another high intensity client-facing role.
• A track record of building networks, in a professional or personal capacity.
• The ability to explain operational use cases through capacity, cost to serve, margin, or service.
• Clear and high-EQ verbal and written communication.
• Motivation from a commercial target, with pipeline and revenue as the measure.

We move fast, and we'll keep you informed at every stage of the process.

Location

• SF or NYC, with 50% travel

Compensation

The estimated salary range for this role is $180,000 to $240,000 OTE, 70/30 split, plus equity, depending on experience and skill set. In addition to base salary, we offer competitive equity, benefits, and opportunities for growth. Final compensation will be determined based on a combination of factors, including experience, qualifications, and location.

Our Benefits

We invest in our people the same way we invest in our product: seriously.

• Health, Vision, and Dental benefits
• Take-what-you-need Paid Vacation
• Life Insurance and Accidental Insurance
• Short-Term Disability Coverage
• Generous salary and equity for all staff
• 401k option; helping you save for the future
• Paid parental leave to support growing families
• Yearly learning and development stipend
• Commuter benefits for Bay Area and New York employees
• Uber ride stipend if you ever have to work late in the office
• Remote office home stipend to get you comfy in your space for remote employees
• Free professional headshot
• Daily catered lunches and dinners provided in office
• Complimentary On-Site Gym: Our SF office has a fully equipped gym
• Onboarding trip to one of our offices if you work remotely
• Monthly happy hours
• Annual Company Offsites; our last one was in Palm Springs CA

Workplace Policy

• We are an in-person company.
• Our offices in San Francisco, New York City and London are where ideas get built, decisions get made, and the team gets stronger.
• We have invested in making them genuinely great places to spend your day, with catered lunches, monthly happy hours, and people who care about the work and each other.

• Most of our team works in office five days a week. For select roles, we hire remotely across the U.S. Remote employees come to one of our offices for their first week to onboard and meet the team, and we cover the full trip.
• Every role is different. Travel expectations are always shared upfront in the job description and confirmed in your first call with us.